Senior Central Sales Manager

Who you are

• Experience in technology sales and management
• Experience managing people and leading a team
• Experience reaching and exceeding sales revenue goals
• Experience in sales management
• Experience hiring and developing sales management teams
• Strong operational discipline — pipeline management, forecasting, business reviews
• Experience in sales or sales management of infrastructure or cloud technology
• Bachelor's degree or above, or MBA
• Track record of building or transforming teams — evolving a sales motion, not just inheriting one, while delivering results
• Familiarity with AI/ML-driven sales motions: propensity models, automated outreach, signal-based prioritization
• Technical fluency — ability to engage credibly on cloud architecture, data analytics, and AI use cases with customers
• Experience with the UK&I Enterprise market: financial services, media, retail, or technology verticals
• MEDDPICC or equivalent deal qualification methodology

What the job involves

• AWS is seeking an experienced Senior Central Sales Leader to lead a high-performing team of Central Sales Representatives (CSRs) responsible for driving portfolio penetration and workload expansion across Enterprise accounts in UK & Ireland
• This is a people leadership role within the Cloud Sales Center (CSC) in EMEA, reporting to the Head of EMEA ENT CSC
• The CSC works at scale across a broad portfolio of Enterprise customers, using AI-first sales motions: leveraging data signals and propensity models to identify expansion opportunities and convert them into revenue — combining strategic depth with velocity and operating leverage
• The mission is to help customers accelerate their cloud and AI journeys by meeting them where they are and unlocking the next wave of adoption
• You will own the UKI ENG (Engaged) portfolio: defining the go-to-market strategy for driving deeper adoption of AWS services across hundreds of existing Enterprise customers, building and coaching a world-class team, and delivering against ambitious revenue and pipeline targets
• You will operate as a builder — shaping how AI and automation augment your sellers’ effectiveness and pioneering motions that scale
• Hire, develop, and retain a diverse team of 8–12 Central Sales Representatives covering Enterprise accounts across UKI
• Set a high performance bar: coach on deal strategy, pipeline discipline, qualification, and customer obsession
• Build career development paths that grow future sales leaders; drive succession planning and internal mobility
• Foster an inclusive, high-energy team culture that attracts top talent
  Revenue & Portfolio Penetration
• Own and deliver against net usage growth, expansion revenue, and pipeline generation targets for a ENT UKI portfolio
• Drive deeper adoption of AWS services within existing Enterprise customers — identifying whitespace, accelerating workload migration, and expanding service footprint
• Maintain forecast accuracy and pipeline hygiene; run weekly deal inspection cadence
• Turn signal-based leads (usage patterns, service propensity, contract events) into qualified pipeline at velocity
  Go-to-Market Strategy
• Champion an AI-first approach to Enterprise selling: reimagining our way of working, to accelerate customer cloud and AI outcomes
• Define and execute the UKI ENG go-to-market plan aligned to Area and Segment priorities
• Identify workload-specific and industry-specific expansion plays that unlock the next wave of adoption in existing accounts
• Translate usage signals, competitive intelligence, and customer buying patterns into actionable territory strategy
• Collaborate with Marketing on targeted campaigns, digital plays, and event-driven engagement for the ENG portfolio
  Cross-Functional Collaboration
• Work closely with stakeholders including Sales leaders, Solutions Architects, Specialist Sales, and Partners, to accelerate customer outcomes
• Represent CSC priorities in UKI Area leadership forums; driving cross-learning and collaboration. Align on coverage model, account tiering, and escalation paths
  Operational Excellence
• Run a rigorous operating rhythm: weekly pipeline reviews, monthly business reviews, quarterly planning
• Dive deep in leading indicators and adjust execution in real time
• Develop mechanisms that scale to deliver more to customers, faster